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Establishing the right sales compensation plan and eligibility is based on objective criteria.

Does the job encompass significant client/partner contact and relationship? Does the role persuade the stakeholder to buy a company’s offerings? Are there clear and quantifiable sales goals?

In this video, Yang Liu and Tim Meuschke, directors for Alexander Group, discuss the key components to determine sales comp eligibility. Specifically, at 2:35, Tim describes the three types of variable pay programs and their degrees of at-risk incentive, levels of influence and typical job roles.

Do you have the right compensation in place for your sales and support team? For more on this topic, please contact an Alexander Group media practice leader today.

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